Fundamentals of Selling(13版)

PART I:SELLING AS A PROFESSION
Ch 1 The Life, Times, and Career of the Professional Salesperson
Ch 2 Relationship Marketing: Where Personal Selling Fits
Ch 3 Ethics First . . . Then Customer Relationships

PART II PREPARATION FOR RELATIONSHIP SELLING
Ch 4 The Psychology of Selling: Why People Buy
Ch 5 Communication for Relationship Building: It’s Not All Talk
Ch 6 Sales Knowledge: Customers, Products, Technologies

PART III THE RELATIONSHIP SELLING PROCESS
Ch 7 Prospecting—the Lifeblood of Selling
Ch 8 Planning the Sales Call Is a Must!
Ch 9 Carefully Select Which Sales Presentation Method to Use
Ch 10 Begin Your Presentation Strategically
Ch 11 Elements of a Great Sales Presentation
Ch 12 Welcome Your Prospect’s Objections
Ch 13 Closing Begins the Relationship
Ch 14 Service and Follow-Up for Customer Retention

PART IV Managing Yourself, Your Career, and Others
Ch 15 Time, Territory, and Self-Management: Keys to Success
Ch 16 Planning, Staffing, and Training Successful Salespeople
Ch 17 Motivation, Compensation, Leadership, and Evaluation of Salespeople
APPENDIX A: Sales Call Role-Plays can also be Used as Cases
APPENDIX B: Personal Selling Experiential Exercises
APPENDIX C: Comprehensive Sales Cases can also be Used as Role-Plays
APPENDIX D: Selling Globally